Kyle Norton
speaker
290 appearances
1 recordings
1 series
first heard Aug 2024
last heard Aug 2024
Kyle Norton’s voice in public audio — every appearance, attributed to the second.
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And so you have this pilot team, it's working.
Now we need to add headcount reps and we need a different type of repeatability.
So there's three lessons I'm gonna share here.
One less is more.
So we're gonna talk about single threaded ownership and the importance of good infrastructure.
And so I'm gonna go really quick here.
The lesson here is, so at my first startup, we had one rep crushing it.
We're like, great, we know how to sell now.
We hired a bunch of reps.
We ended up firing 25, 30% of them because we didn't have repeatability.
We just had one really good unicorn rep.
We were all wearing our nice rose-colored glasses.
So two things.
Don't scale until you have real evidence and ask yourself the hard question, do you have repeatability?
And then just do way less than you think you need to do.
Less segments, less reps, less markets, less different weird use cases.
Just do way less of it and get super, super targeted.
on a very, very narrow ICP, a narrow talk track, and a narrow go-to-market motion, everything will get better.
You'll get so much better at that so much faster because that organizational bloat is just so taxing.
And if you want one rule of thumb from San Blonde,
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